VP – Partner Sales & Development

The VP – Partner Sales & Development is a strategic growth leader accountable for building and scaling an ecosystem-led revenue engine for EXL’s Data, Analytics & AI business. 

This role will architect and operationalize a data-platform-centric partner strategy to accelerate adoption of EXL’s capabilities across data modernization, advanced analytics, AI/GenAI, and digital operations.  

The mandate is to convert partnerships into a primary growth lever, driving co-sell revenue, joint solutions, and marketplace-led scale.

Hyperscaler & Data Platform-Led Growth 

• Define and execute EXL’s partner strategy across hyperscalers and data platforms. 

• Position EXL as a strategic Data & AI transformation partner within hyperscaler ecosystems 

• Drive alignment with partner industry priorities, funding programs, and co-sell motions 

 

Data, Analytics & AI Co-Innovation 

• Lead co-build initiatives to develop differentiated solutions across: Data engineering, Advanced analytics & decisioning, AI / GenAI-led transformation 

• Create industry-specific, use-case-led offerings (e.g., risk, operations, CX, finance) leveraging EXL IP + partner platforms 

• Accelerate solution industrialization and marketplace readiness 

 

Revenue Ownership & Co-Sell at Scale 

• Own partner-sourced, partner-influenced, and hyperscaler marketplace revenue targets 

• Embed co-sell into EXL’s core GTM, including joint account planning and pipeline governance 

• Drive large, platform-led transformation deals anchored in data and AI 

 

Ecosystem-Led Demand & Market Expansion 

• Activate partners to drive new logo acquisition and expansion into priority industries and geographies 

• Orchestrate joint GTM campaigns, digital demand programs, and CXO connects 

• Leverage partner ecosystems to access new buying centers (CDO, CAO, CIO, AI leaders) 

 

Partner Program, Governance & Capability Build 

• Design EXL’s Data & AI partner framework (segmentation, tiering, incentives, joint KPIs) 

• Establish data-driven governance tracking pipeline, influence, certifications, and ROI 

• Build deep partner-aligned capabilities (certifications, solution specializations, joint assets) 

 

Enterprise Integration & Operating Rhythm 

• Embed partner strategy into Industry Units, Sales, Solutions, and Marketing cadences 

• Drive a partner-first, platform-led selling mindset across EXL 

• Influence investment decisions toward high-impact ecosystem opportunities

• Architect and scale ecosystem-led growth, positioning partnerships as a core revenue engine 

• Drive partner-sourced, influenced, and marketplace revenue with strong commercial ownership 

• Deep expertise in hyperscaler and data platform ecosystems, including co-sell and funding models 

• Strong Data, Analytics & AI fluency, translating complex solutions into CXO-level business outcomes 

• Lead co-innovation and solution development, building differentiated, industry-led offerings 

• Influence across a matrixed organization, embedding partner-led GTM into core sales motions 

• Build and lead high-performing alliances teams with strong execution rigor and accountability 

• Operate with data-driven governance and transformation mindset, driving scalable, measurable impact 

• Strong executive presence with the ability to engage and influence 

• Skilled at representing the organization in strategic forums, partner councils, and executive reviews